Avnet Technology Solutions will commence driving its SolutionsPath strategy into the Australian market this year.
The distributor’s US counterpart established the SolutionsPath strategy, which entails both Technology and Vertical practices.
Locally, it will begin to focus on core technology areas including storage, networking and virtualisation, with StoragePath first off the rank this quarter, followed by VirtualPath and NetworkPath, this year.
“We’re starting off with the technology practices because that’s where the most traction is in the reseller community in Australia right now,” Avnet Asia Pacific marketing and business innovation director, Michael Costigan, said.
Each path will be aligned with specific vendors, involve demand generation programs, technical enablement and selling programs for partners. Avnet will have staff dedicated to driving each path.
Costigan said the aim of SolutionsPath was to educate resellers and raise awareness. Since the buyout of itX, Avnet has approximately 2000 partners in the local market.
As an example, Costigan said it will look to raise awareness on how partners can position storage solutions to take advantage of certain aspects such as compliance, which tends to drive storage and data requirements.
“It’s not only about knowing product details, but how do you position storage itself with your customers and have different conversations with different executives across an organisation. Storage to a CFO or CEO, does it mean compliance? And storage to an IT manager, basically means technology. There are different things we need to address,” he said.
In the US, the success of SolutionsPath has been measured by the number of partners that have been recruited and learnt solutions selling skills.
“We’ll be looking at how we added value to our partners business and how many solutions they are selling as opposed to before they joined the program,” he said.
Down the track, Avnet will also look to locally launch vertical paths, which focus on specific markets such as health, government and retail.